Additionally, needs can be emotional as well as logical. I need to increase sales because my job supports myself, my family, pays my rent or mortgage, etc.

What happens is in many instances salespeople and sales managers fail to leverage both of these motivating factors. There is one psychometric or talent assessment that looks to “the want and the need.” This instrument is based upon the work of Dr. Spanger and Allport and measures six or seven motivating factors (depending upon publisher) such as:

Publisher: Innermetrix

Motivational Driver Defined

Publisher: TTI

Aesthetic

Balance, harmony and form

Aesthetic

Economic

Economic or practical returns

Utilitarian/Economic

Individualistic

Stand out as independent or unique

Individualistic

Political

Be in control or have influence

(See above combined)

Altruist

Humanitarian efforts to help others

Social

Regulator

Establish order, routine and structure

Traditional/Regulatory

Theoretical

Knowledge, learning and understanding

Theoretical

When we look at these motivational drivers to increase sales, research has discovered when the Economic or Utilitarian/Economic motivator is in the top 50% of all motivators, the person has a greater success in achieving the goal to increase sales.

Also when we use the filters of want or need, these drivers can be separated as follows:

Motivational Driver

Want – More Emotional

Need – More Logical

Aesthetic

Want

Economic

Want

Need

Individualistic

Want

Political

Need

Altruist

Want

Regulator

Need

Theoretical

Want

Need

Additionally, through the 3 innate motivational drivers of Mastery, Autonomy and Purpose (relates to people) as identified in the 1970’s work of the Theory of Self-Determination by Deci and Ryan, these motivational drivers can be categorized by through these more basic drivers.

Motivational Driver

Mastery

Autonomy

Purpose as Related to People

Aesthetic

√

Economic

√

√

√

Individualistic

√

Political

√

Altruist

√

Regulator

√

Theoretical

√

Note: Economic probably can be shared by all three motivational drivers.

When SMB owners, sales managers and even salespeople understand what drives them to increase sales, they gain much greater clarity and then can make better decisions and have far less missed opportunities.

If you wish to discuss how this talent assessment can help you gain clarity as to your own motivational drivers to increase sales, CLICK HERE to schedule a time to speak with me, Leanne Hoagland-Smith.